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When assessing what distinguishes Power Brokers, the numbers play a predominant role. Who had the most dollar volume? The most sides? (In a first, there were two No. 1s this year—check out the ranking in RISMedia’s 2019 Power Broker Report.)

Often, Power Brokers are also elevated by an intangible trait: culture. The elusive but essential factor informs morale, productivity, retention…all of the contributors to longevity, profitability and success. When agents can afford to be choosy about who they partner with, culture can be the dealbreaker or maker—and for Power Brokers, whose biggest focus in 2019 is recruitment, articulating the benefits of their culture is a necessary part of their strategy.

Plus, when agents feel happy, nurtured and supported, consumers receive remarkable service from them. The numbers, then, rack up to remarkable, too.

Defining Your Value: Power Brokers Sound Off 

“On a broad scale, affordable and sustainable flood insurance deeply impacts our markets. Cutting our overhead while keeping culture intact is critical to our success.”

Lacey M. Conway, President/Principal Broker, Latter & Blum Inc., No. 19 in transactions 

“Our mission is to provide to our associates the tools, technology, education, broker support and collaborative culture they need, so that they may succeed personally and professionally.”

Dean A. deTonnancourt, CEO/President, HomeSmart Professionals Real Estate/HomeSmart Real Estate Network, No. 611 in transactions

“Through a best-in-class network of local support services, REALTORS® can be more on-purpose in their business, which results in increased productivity and creating the life they love. We focus on supporting the REALTOR® as much as possible, saving the REALTOR® time so he/she can focus on the part of the business that matters most: building meaningful relationships with clients.”

Glenn “Chip” Gardner, Vice President of Operations, GARDNER REALTORS®, No. 192 in transactions 

“Preparation is the key to success. Our goal is to make sure that our agents have differentiators to overcome objections and fulfill client needs, as well as the knowledge to make the best use of those resources. Real estate is a people business, and our leadership is key. They work with the agents to set goals, establish plans and bring them to fruition. Together, we can do great things.”

Helen Hanna Casey, CEO, Howard Hanna Real Estate Services, No. 3 in transactions

“There are a million real estate companies and a million different models. You should stand out in the crowd. You can’t be everything to all. Come up with your own competitive advantage and differentiate yourself. Drive your message. Our competitive advantage is that we have the most marketshare and the highest percentage of top agents.”

Dottie Herman, CEO, Douglas Elliman Real Estate, No. 4 in sales volume 

“I believe my role as a broker/owner is to help the individual real estate agent earn the money they need to provide a balanced quality of life—a life where the most important part is family, friends and relationships. Our culture of cooperation and friendship with the owners, managers, staff and agents makes this easier.”

David MacIntyre, Broker/Owner, Arizona Best Real Estate, No. 995 in sales volume 

“While being recognized as the No. 1 independent closed volume brokerage across Southern California is an amazing achievement, it is the focus and dedication of the associates and staff of First Team that truly differentiates our organization in the market.”

Michael Mahon, President, First Team Real Estate, No. 25 in sales volume 

“[It] begins and ends with a brokerage community dedicated to a culture that provides the support, training and tech that agents need to grow their business and close more deals, but also one that makes them feel valued as entrepreneurs who make a difference in people’s lives.”

Mike Miedler, CEO/President, Century 21 Real Estate 

“Our rebrand was huge for us. To compete in the market today, we’re looking at who we are and making certain that we’re the best we can be for our agents, and, in turn, for their customers. What I’m most proud of, and I believe is very enviable in the community, is our culture. There are so many disruptors and distractions in our marketplace—to a degree, it’s consumed our industry. We always have to look at what’s around us, but we’re determined to focus on who we are. We’re doubling down on our strengths. Our strategy is focusing on what differentiates us.”

Diane Ramirez, CEO/Chairman, Halstead Real Estate 

“Trust and care are two elements essential today, and always will be.”

Michael Saunders, CEO/Founder, Michael Saunders & Company, No. 70 in sales volume 

“We anticipate trends and focus on the opportunities, turning every situation or challenge into an opportunity to succeed.”

J. Lennox Scott, Chairman/CEO, John L. Scott Real Estate, No. 12 in sales volume

“Our agents are our competitive advantage. Our agents deliver on our values, behaviors and attitudes. They understand we do business to make a positive difference in the lives of the people we touch, one home at a time.”

Mark Woodroof, Partner, Better Homes & Gardens Real Estate Gary Greene, No. 55 in transactions

RISMedia’s 2019 Power Broker Report is sponsored by American Home Shield,, HSA Home Warranty, Leading Real Estate Companies of the World® and Pillar To Post Home Inspectors. The 2019 Power Broker Report ranks brokerages by residential sales volume and transactions in 2018. The complete ranking of the Top 1,000 will be released shortly, along with an interactive online Power Broker directory.

Suzanne De Vita is RISMedia’s online news editor. Email her your real estate news ideas at